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mykolas_p 's review for:
To Sell Is Human: The Surprising Truth about Moving Others
by Daniel H. Pink
While the author self-proclaims to have reinvented the sales, he doesn’t succeed in it. Still, it is a book about sales as we know it - with updates vocabulary and more relatable example, but at the very essence they same approach to selling we are familiar.
The author explains that sales are now an essential part of every job (I agree). He also introduced new ABC of sales: attunement (relate to a customer), buoyancy (perseverance and confidence), and clarity (clearly positioning the value). Furthermore, he also suggests some new practices for pitching, improvising, and serving - adjusted for today's business environment, where often the customer has as good information on the solution as a seller (while this caveat emptor holds only for simple sales, the advice is anyways sound).
While the book doesn’t reinvent sales, it is still a pretty good and easy read - with a few golden nuggets to take away for everyone.
The author explains that sales are now an essential part of every job (I agree). He also introduced new ABC of sales: attunement (relate to a customer), buoyancy (perseverance and confidence), and clarity (clearly positioning the value). Furthermore, he also suggests some new practices for pitching, improvising, and serving - adjusted for today's business environment, where often the customer has as good information on the solution as a seller (while this caveat emptor holds only for simple sales, the advice is anyways sound).
While the book doesn’t reinvent sales, it is still a pretty good and easy read - with a few golden nuggets to take away for everyone.